Take 5
The 3-Step Real Estate Prospecting Process That Gets Results
with Ryan Bokros
TRT  4:29
Transcribed


Ryan Bokros directly addresses camera:   Do you find that you let the day run you rather than YOU running your day? Do you find that you're not focusing on prospecting activities needed to build a successful AND sustainable real estate business? It's time you apply some structure to your day and implement effective systems.

Howdy, I'm Ryan Bokros, an agent with JP & Associates Realtors in Houston, Texas. I also own a coaching and consulting company called ASCKE Growth Consulting and founded Real Estate IPA Coaching. Let's take five minutes to talk to you,  about how to get started building a prospecting system.

Building a prospecting system and putting a process into place is really vital because it provides structure to your business so that you can focus on the tasks that provide you income producing opportunities. So, what makes up the foundation of a solid prospecting system? Here are some important components of that system.

Knowing that real estate is a relationship business, the first part of your system should be face to face prospecting, or you could say how best to deepen relationships that already exist. That means calling and scheduling meetings with the top people in your database or sphere of influence. Invest time on a consistent basis and invite people to coffees, lunches, happy hours, whatever. Make sure that you're taking care of the top echelon of your sphere. This is the foundation to sustainable success. Consider the long-term effects of building a mobile sales force of your closest friends and family who are thinking about YOU when they hear anything about real estate. 

The second piece is tracking these relationships and really making sure you are staying in touch. That means a component of your prospecting system is you have to have a CRM or some sort of database management system in place – don't groan – yes, I know,  it's the most overused cliche teaching tip when it comes to prospecting, right?  But you KNOW that it needs to be said. Ok, so when choosing a CRM make sure that you have a fairly robust platform that will handle your business as it grows. Also, your CRM should allow you to work from a mobile device so you can be anywhere in the field and work on it at anytime.

The third piece to an effective prospecting system is to step outside of your top-level sphere and build a cold prospecting system. Broaden your reach a bit beyond those who are in your current circle. So, look at the most successful ways to reach people. Is it Facebook or pay-per-click ads? Local community sponsorships of little league teams? Building relationships through, say, charity work. The options really are limitless. But, just remember, you must be targeted in your approach. Time and money are likely NOT limitless. For any of us really. Randomly throwing ads at the Internet has never had high success rates, but being really intentional can net you some great returns. 

A great cold prospecting idea is getting personal in your video marketing. You're watching a video right now!  I love it when agents let their personalities come out in their videos vs. it being a video specifically to a listing, let's say. Right? Think community videos sharing a part of town or a local hotspot you love or one that you regularly visit. 

Once you've built the foundation to a really good prospecting system, think of your business as if you're building and creating a franchise and you'll be sharing your system with others that buy into your franchise. Build a system and plan that takes you from start to finish, from the time you unlock the door to the time you close the door at night. Here are the 9,627 steps that are going to create your successful day. And once you have that in place, you can take pages out of that book and hand them to somebody, anybody, you can delegate those activities that can be done by anybody, really. 

So lastly, constantly refine your system.  Always.  Remember this, four things, Action, Analyze, Adjust, and then Action. Take action inside of your system, analyze how effective and efficient it is, make any necessary adjustments and then put those adjustments into new action. This is part of your process that will also remain constant and be completely necessary to your growth. 

As with anything you've done and found success in, remember, it's good daily habits, consistency and following a proven system that will determine your sustainability and your long-term success.